Go AWAY!

I saw this sign on a storefront while browsing an historic downtown shopping area. I thought how interesting that they were using this sign to sort out sales people from ones with crediblity (girl scouts) to sales people without credibility (everyone else). So, why do the girl scouts get a pass? What do they have […]

Problem Finding

We are all aware on how important the skill of problem solving is.  But there is a related skill that is even more important.  This is the skill of problem finding.  Finding, analyzing, and understanding problems is the key to more success in your career. This was studied in a classic case of fourth year […]

The Power of Gifts

Earl Fay gave me this American Flag back in 2007. It flew over Baghdad during the first Gulf War when Earl was a crew chief on a US attack aircraft. I guess they do things like that in the military; put US flags in the cockpit with the pilot when he goes into combat. Well, […]

Is there a Sales Stereotype?

As a sales professional, has a prospect ever treated you rudely for no reason?  Maybe she hung up on you when you called.  Or maybe she was condescending during a sales call.  And you thought to yourself, “why am I being treated with disrespect? She doesn’t treat other professionals like this.  It’s almost as if […]

Sales: Hard work brings good luck

Sales is a great profession.  Our society needs good sales people because  marketing – as good as it is – doesn’t quite have the energy that the salesperson can provide to deliver the goods.  Sales is also a good profession for people who enjoy the freedom to meet their customers’ needs and who are willing […]